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Qualtrics

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Client

Qualtrics

sector

Experience Management SaaS

location

Australia, Singapore, APAC

service

Scale-Up, New Region Launch

roles hired

Sales, Customer Success, Implementation, Marketing, Leadership

The Client

A scaling SaaS company preparing for its next phase of growth

Veridian Cloud is a fictional SaaS company providing cloud workflow software for enterprise operations teams. After strong product adoption in Australia, the company was preparing to expand its sales team across Sydney, Melbourne and broader APAC markets.

The leadership team had a clear growth target, but needed experienced sales professionals who understood complex B2B sales, recurring revenue models and the pace of a scaleup environment.

Qualtrics case study

the challenge

Veridian needed sales talent who could do more than fill a seat

The company had already tried hiring through job ads and internal networks, but the candidate pool was too broad. Many applicants had general sales experience, but lacked the SaaS background, outbound discipline or enterprise sales capability needed to succeed.

Key Challenges Included

  • Finding candidates with proven SaaS sales experience
  • Hiring across multiple seniority levels at the same time
  • Reaching passive candidates already performing in similar roles
  • Distinguishing strong sellers from candidates who only looked good on paper
  • Moving quickly without compromising candidate quality
  • Building a team that could support regional growth across APAC

Salient’s Approach

A targeted search built around sales motion, market fit and growth stage

Salient began by working with Veridian Cloud to define the specific type of sales talent the company needed. Rather than focusing only on titles, the search was built around sales motion, buyer profile, quota expectations, deal complexity and team fit.

Success Methodology

1.Sales Recruitment

Salient clarified the hiring brief across each role type, including SDRs, Account Executives and Enterprise Account Executives.

The success profile considered:

  • Sales cycle length
  • Target buyer and
  • industry verticals
  • Average contract value
  • Pipeline generation expectations
  • Territory ownership
  • Compensation structure
  • Experience with SaaS and recurring revenue
  • Ability to work in a fast-moving scaleup environment
Recognise the achievements of women in tech sales and create visibility for emerging and established talent.
Recognise the achievements of women in tech sales and create visibility for emerging and established talent.
Recognise the achievements of women in tech sales and create visibility for emerging and established talent.

the challenge

Veridian needed sales talent who could do more than fill a seat

The company had already tried hiring through job ads and internal networks, but the candidate pool was too broad. Many applicants had general sales experience, but lacked the SaaS background, outbound discipline or enterprise sales capability needed to succeed.

Key Challenges Included

  • Finding candidates with proven SaaS sales experience
  • Hiring across multiple seniority levels at the same time
  • Reaching passive candidates already performing in similar roles
  • Distinguishing strong sellers from candidates who only looked good on paper
  • Moving quickly without compromising candidate quality
  • Building a team that could support regional growth across APAC
“Salient quickly understood the kind of sales team we needed to build. They helped us move beyond generic applicants and introduced candidates who understood SaaS, enterprise buyers and the pace of a scaleup environment.”
Amelia Grant
Chief Revenue Officer, Veridian Cloud
“Salient quickly understood the kind of sales team we needed to build. They helped us move beyond generic applicants and introduced candidates who understood SaaS, enterprise buyers and the pace of a scaleup environment.”
Amelia Grant
Chief Revenue Officer, Veridian Cloud

Qualtrics

Morbi quis ex sit amet quam porta cursus. Proin ac porttitor mi, nec scelerisque erat. Praesent vitae tristique lectus. Nam vestibulum turpis vitae ornare facilisis. Cras viverra tristique consequat. Maecenas ac velit tempor, finibus mauris ut, consectetur diam. Vivamus mollis diam vitae tincidunt tristique.

Client

Qualtrics

sector

Experience Management SaaS

location

Australia, Singapore, APAC

service

Scale-Up, New Region Launch

roles hired

Sales, Customer Success, Implementation, Marketing, Leadership

The Client

Global SaaS Leader Pre-IPO Regional Launch

Experience Management pioneer Qualtrics entered the Asia-Pacific market backed by an aggressive, pre-planned investment curve to fuel regional expansion ahead of a projected IPO. Operating under immense pressure to hit three-year growth targets, the leadership team committed to an uncompromising talent philosophy of “raising the bar” with every incoming employee. To execute this rapid rollout, the CRO sought an elite local recruitment partner capable of establishing their market presence from scratch

qualtrics logo

the challenge

Qualtrics needed a strategic talent partner capable of scaling

large volumes of enterprise sales and technical professionals at speed, without diluting their stringent global quality benchmark.

Key Challenges Included

  • High-Volume hiring without compromising their ‘raise the bar’ hiring philosophy
  • Needing bilingual talent who could sell into Asian markets
  • Cross-Border Cultural Consistency

  • Executive Pipeline Visibility for overseas stakeholders

The Solution

Salient deployed a dedicated cross-border recruitment project team across our Sydney, Melbourne, and Singapore offices to establish an always-on talent engine for Qualtrics' APAC build-out.

Success Methodology

1.Agile Regional Delivery

Mobilised specialized sourcing squads across Australia and Singapore to build continuous, high-calibre candidate pipelines across Sales, Customer Success, Implementation, Marketing, and Regional Leadership.

Recognise the achievements of women in tech sales and create visibility for emerging and established talent.
Recognise the achievements of women in tech sales and create visibility for emerging and established talent.

Outcomes

Salient delivered 86 high-impact hires across APAC successfully standing up Qualtrics’ regional operations and building the foundational go-to-market and technical teams that supported their subsequent multibillion-dollar IPO.

“Salient quickly understood the kind of sales team we needed to build. They helped us move beyond generic applicants and introduced candidates who understood SaaS, enterprise buyers and the pace of a scaleup environment.”
Amelia Grant
Chief Revenue Officer, Veridian Cloud
“Salient quickly understood the kind of sales team we needed to build. They helped us move beyond generic applicants and introduced candidates who understood SaaS, enterprise buyers and the pace of a scaleup environment.”
Amelia Grant
Chief Revenue Officer, Veridian Cloud
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